Staff Product Manager, Growth

Job description

**Get to Know Us** Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. **Location: Bay Area or New York** ## **What You’ll Do:** We are seeking a Staff Product Manager to lead the strategy, development, and evolution of NodeZero’s growth experience, including customer onboarding, provisioning, activation, and product-led growth (PLG). The most powerful moment in NodeZero is when a customer sees their first proven attack path in their own environment. Rather than receiving a theoretical list of vulnerabilities, they see how an attacker could actually compromise their systems. Your mission is to help every customer reach that moment faster and create a seamless path toward broader platform adoption. This is a highly strategic role responsible for owning the customer journey from initial engagement through first pentest, activation, expansion, and retention. You will define the vision and roadmap for onboarding experiences, self-service tenant provisioning, entitlement management, trial experiences, product-qualified leads, and in-product growth opportunities. You will build a product-led growth motion that complements Horizon3’s direct sales and channel partner strategies. This includes helping customers move from their first NodeZero capability into broader adoption across internal, external, cloud, and web application pentesting, while enabling enterprise customers and partners to onboard, deploy, and expand efficiently. This role requires strong technical understanding of SaaS onboarding and provisioning systems, exceptional analytical and experimentation skills, and the ability to balance customer experience with commercial outcomes. You will translate complex deployment and configuration workflows into intuitive product experiences that accelerate time to value, improve conversion, and drive long-term engagement. You will work cross-functionally with Engineering, Design, Data, Marketing, Sales, Customer Success, RevOps, and Partners to build a scalable, measurable growth engine. As a senior leader within Product, you will operate with high autonomy, influence executive direction, and take accountability for customer adoption, business performance, and revenue growth. You will define clear success metrics and ensure delivery against activation, conversion, expansion, retention, customer value, and ARR goals. ## **Key Responsibilities:** - **Growth Product Strategy:** Define and execute the product strategy for NodeZero’s onboarding, activation, provisioning, and product-led growth capabilities. Own the growth model from acquisition through activation, expansion, and retention. Establish clear targets, investment priorities, and an outcome-driven roadmap tied to customer value, revenue potential, and return on investment. - **Customer Onboarding and Activation:** Own the end-to-end first-run experience, from signup and tenant creation through configuration, deployment, and first pentest. Simplify complex setup workflows, including credentials, integrations, and deployment requirements, to help customers reach their first proven finding as quickly as possible. - **Self-Service Provisioning and Entitlements:** Drive the development of scalable self-service provisioning capabilities for direct customers and channel partners. Own product requirements for tenant creation, entitlement management, deployment setup, and workflows that enable partners to efficiently onboard their own customers. - **Product-Led Growth Strategy:** Build and optimize self-service trials, proof-of-value experiences, trial-to-paid conversion, product-qualified leads, and in-product upgrade paths. Ensure the product-led motion complements existing enterprise sales and channel strategies through effective sales-assist workflows and partner routing. - **Cross-Platform Adoption and Expansion:** Define product experiences that encourage customers to expand beyond their initial NodeZero use case into additional platform capabilities. Drive in-product discovery, contextual recommendations, and upgrade opportunities that increase product engagement, adoption, and customer lifetime value. - **In-Product Guidance and User Experience:** Partner closely with Design and Engineering to create intuitive onboarding experiences, including setup checklists, contextual guidance, helpful empty states, and AI-assisted setup. Identify and eliminate friction throughout the customer journey to improve activation and time to value. - **Growth Experimentation and Analytics:** Establish a disciplined experimentation program supported by event instrumentation, funnel analysis, cohort analysis, attribution, and product analytics. Define hypotheses, prioritize opportunities based on expected impact, conduct experiments, and use results to continuously improve the growth funnel. - **Lifecycle Engagement and Retention:** Partner with Marketing and Customer Success to develop behavior-driven lifecycle programs, including in-product messaging and email engagement. Build retention loops around recurring pentesting, find-fix-verify workflows, and reporting experiences that bring security teams, executives, and auditors back into the platform. - **Monetization and Revenue Growth:** Partner with Pricing & Packaging, Billing, Finance, and go-to-market teams to shape trial structures, entitlement limits, usage-based growth levers, upgrade triggers, and purchase experiences. Own growth-related financial metrics, including ARR, conversion, expansion, upgrades, and retention, and identify opportunities to improve revenue performance. - **Customer and Market Insight:** Engage directly with customers, prospects, and partners to understand onboarding challenges, adoption barriers, and expansion opportunities. Analyze competitive products, pricing, packaging, positioning, and go-to-market strategies, translating market insights and customer feedback into differentiated product capabilities. - **Sales and Partner Enablement:** Collaborate with Sales, RevOps, Marketing, and Enablement to develop product-qualified lead scoring, sales-assist handoffs, partner routing, and product-led sales playbooks. Support sellers and partners with messaging, demos, training, competitive insights, and ROI narratives that improve conversion and adoption. - **Cross-Functional Leadership:** Lead cross-functional execution across Engineering, Design, Data, Marketing, Sales, Customer Success, RevOps, and Partners. Establish clear ownership, align teams around shared business outcomes, develop product requirements and experiment briefs, and resolve trade-offs between growth, platform safety, and enterprise customer experience. - **Performance and Metrics:** Define and monitor KPIs across acquisition, activation, time to first proven finding, onboarding completion, trial-to-paid conversion, product-qualified leads, cross-module adoption, retention, expansion, and ARR growth. Report performance regularly to leadership and use data-driven insights to guide prioritization, experimentation, and continuous improvement. ## **What You’ll Bring** - 8+ years of Product Management experience, including 3+ years owning growth, onboarding, activation, or product-led growth initiatives for B2B SaaS products with measurable business outcomes - Proven experience building or scaling self-service onboarding and trial funnels for technically complex products involving deployment, integrations, permissions, identity, or data connections - Strong understanding of product-led growth strategies, including activation, trial-to-paid conversion, product-qualified leads, in-product expansion, and retention - Experience operating PLG alongside enterprise sales-led and partner-led go-to-market motions, including sales-assist handoffs, lead qualification, and expansion within existing accounts - Deep analytical and experimentation skills, including event instrumentation, funnel analysis, cohort analysis, attribution, hypothesis development, experiment design, and SQL - Experience partnering with Pricing & Packaging and Billing teams on trial design, entitlement management, upgrade paths, and monetization opportunities - Strong technical understanding of SaaS provisioning, identity, entitlements, integrations, and deployment workflows, with the ability to engage credibly with engineers on technical requirements and trade-offs - Demonstrated success simplifying complex customer experiences, reducing onboarding friction, accelerating time to value, and driving measurable improvements in activation and conversion - Strong product judgment in balancing customer needs, growth opportunities, technical constraints, enterprise requirements, and long-term platform strategy - Experience working closely with Engineering, Design, Data, Marketing, Sales, Customer Success, and RevOps to define requirements, prioritize initiatives, and execute cross-functional growth programs - Strong commercial awareness with the ability to connect product decisions to customer acquisition, adoption, retention, expansion, and recurring revenue growth - Excellent communication and stakeholder management skills, with the ability to translate complex data and technical concepts into clear product strategies and business recommendations - Comfort operating at both strategic and tactical levels, from growth strategy and business planning to PRDs, experiment design, prioritization, and launch execution - A proactive, data-driven approach to identifying growth opportunities, building consensus, and driving initiatives from concept through measurable business results ## **Preferred Qualifications:** - Experience driving growth for cybersecurity, IT infrastructure, developer tools, or other technically complex B2B SaaS products - Experience with trust and safety, fraud prevention, or abuse mitigation in self-service products - Experience driving cross-sell, expansion, or adoption across multi-product SaaS platforms - Familiarity with channel-led business models, including MSP and MSSP partner ecosystems - Experience implementing in-product guidance tools, onboarding automation, or AI-assisted onboarding experiences - Experience with credit-based pricing, usage-based monetization, or consumption-driven product growth - Hands-on experience prototyping product experiences or workflows using AI tools ## **Preferred Education:** - Bachelor’s degree in Computer Science, Engineering, Business, or a related field - An advanced degree in engineering or business is preferred If you are an experienced product manager with a passion for simplifying complex technical experiences, building scalable growth engines, and helping customers realize value faster, we encourage you to apply for this position. Join our team and play a vital role in helping customers move from their first proven attack path to broad, lasting adoption of NodeZero’s autonomous cybersecurity capabilities. ## **Travel Required:** We are a fully remote company, and this job may require up to 25% travel to be successful. **Perks of Horizon3** - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. **Compensation and Values** At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Base salary range: $194,395 - $265,000. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. **You Belong Here** Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. **Other Duties** Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. **Application Note** In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.